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Cross-Cultural Interaction

Cross-Cultural Interaction. A profile of German Negotiation. Su Han & Mohit Vatta & Umar Abrar. Country Profile. Name: Federal Republic of Germany Capital: Berlin Geography Area: 137,926 sq. miles (357,092 sq.km)

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Cross-Cultural Interaction

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  1. Cross-Cultural Interaction A profile of German Negotiation Su Han & Mohit Vatta & Umar Abrar

  2. Country Profile Name: Federal Republic of Germany Capital: Berlin Geography Area: 137,926 sq. miles (357,092 sq.km) Neighbors: Denmark to the North, Netherlands, Belgium, Luxemburg, France to the West, Switzerland, Austria to the South, Czech Republic, Poland to the East.

  3. Population Population: 82,365 million (2006) Ethnic groups: About 8.8% of the population are of foreign origin. The largest groups are from: Turkey (2.4%) other (Serbo-Croatian, Italian, Russian) (6.1%) Religion: Protestant (34%), Roman Catholic (34%), Muslim (3.7%), unaffiliated or other (28.3%) Language: German; English is widely spoken throughout the population Government Head of State: Federal President: Horst Köhler Head of Government: Chancellor Angela Merkel Governing parties: Christian Democratic Party/ Christian Social Union, Social Democratic Party Opposition: Alliance'90/ The Greens, Free Democratic Party, Party of Democratic Socialism

  4. The German Negotiator Deal-focused --Moderately Formal Monochronic-- Reserved • Language of Business • Deal-focused • Orientation to Time • Nonverbal Communication --The handshake --Gestures

  5. Business Protocol Forms of address Southern Germany – Formal behaviour shows respect to people with high rank, professional titles and academic qualifications Doctorates are very important in Germany Polite to address people with his/her academic or professional title- E.g. Dr. Wilhelm Schmidt would be referred to as Dr. Schmidt or Herr DoktorAND a female PhD qualified person would be referred to as Frau Doktor Women over 20 years are addressed as Frau regardless of marital status Formal pronoun for business relationships: Sie Informal pronoun for business relationships: Du

  6. Reserved Communication Style • Counterparts are likely to be reserved and not show enthusiastic public displays • Southern Germany- people are more expressive • Germans avoid big gestures, animated facial expressions or conversation overlap • Interrupting another speaker is deemed very rude Dress Code • Men: Dark suit with a conservative tie • Women: Suit or dress • Business cards are less formal than in East Asia • Cards are exchanged after greeting your counterpart and shaking hands

  7. Meeting and Greeting • Handshakes are assumed necessary when you meet or leave a person • A soft handshake can mean a number of bad things: Weakness, lack of eye contact means shiftiness, unreliability and dishonesty • To be taken seriously and greeted in a friendly manner by the opposition party, the handshake should be accompanied with a broad smile Business Gifts • Germany is not a gift-giving culture • Negotiators feel uncomfortable if presented with an expensive gift • Appropriate gift would be an item representing your country/region

  8. Wining and Dining • Clear separation between business and pleasure is maintained • Likely to interact less on business entertainment than other visitors who come from relationship-oriented cultures • Business should not be discussed during breakfasts or dinners

  9. Social Etiquette • Dinner at home • Arrive 15 minutes before Manners Man precedes woman Politeness • Gifts • Wine from good vintage • Flowers • Chocolate

  10. Negotiating Behaviour Marketing a presentation • Detail & facts • Referencing Bargaining Range • Realistic negotiation Preparation • Thorough • Steadfast

  11. Decision Making • Deliberation and conferring • Time consuming process The contract • Legal aspect • More word/cast in concrete.

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